Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level

By:

Sebenius, James K

Contributor(s):

Material type: Text

TextPublication details: HarperCollins Publishers 2018 New YorkDescription: 411pISBN:

9780062884152

Subject(s):

Negotiating

DDC classification:

973.924092 SEB

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Holdings
Item type	Current library	Item location	Collection	Call number	Status	Date due	Barcode	Item holds
Book	NIMA Knowledge Centre	5th Floor Reading Zone	General	973.924092 SEB (Browse shelf(Opens below))	Available		M0034351

Total holds: 0

Part I: How Kissinger Negotiates: The Forgotten Case of Southern Africa
1. Crafting a Negotiating Strategy
2. From Strategy to Execution
3. The Outcome of the Southern Africa Campaign and Insights into Effective Negotiation

Part II: "Zooming Out"
4. Strategic: Big-Picture Negotiating
5. Realistic: Tracking the Deal/No-Deal Balance
6. Game Changing: Shaping the Deal/No-Deal Balance
7. Multiparty Dexterity: Orchestrating Complex Negotiations

Part III: "Zooming In"
8. Introduction to Kissinger's Interpersonal Approach and Tactics
9. Reading Counterparts
10. Relationships and Rapport
11. Proposals, Concessions, and "Constructive Ambiguity"
12. Persistence, Momentum, and Shuttle Diplomacy
13. Secrecy, Centralization, and a Dominant Personal Role.

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